Thank you for sharing!

Your article was successfully shared with the contacts you provided.
Jorge Del Calvo got a haircut. He also cleaned his office, bought some real dress shoes in lieu of his Birkenstock sandals and started wearing shirts that button. That’s how serious he got last year about making a good impression. The Silicon Valley Pillsbury Winthrop partner decided to polish up his act to help shore up his dwindling client base. Some 40 percent of his practice comprised Internet companies at the start of 2001, and throughout the year, 80 percent of them dropped out of sight. Nevertheless, Del Calvo said he has managed to rebuild his $23 million book of business. “I started targeting networking and communications companies, which tend to be run by people who are 45 to 55 years old, and I wanted to look like somebody they would actually hire,” Del Calvo said. Del Calvo, who in 1994 took public one of the first Internet companies, even erased from the firm’s Web site the fact that he’s the Internet group’s founder. “You say you’re the founder of the Internet group and people will throw bombs at your house,” Del Calvo said. The 46-year-old lawyer said the past few years were about relating to clients, most of whom were younger than he was and didn’t care how he looked. It was a crazy time for fast and furious legal work. “I was so exhausted that the thought of getting dressed was tiring,” Del Calvo said. But now his starched and tailored shirts even have his initials monogrammed on the sleeves, just like an investment banker or a New York lawyer. And if this year is anything like the last one, Del Calvo said, he’s going to start thinking about wearing a suit and tie. “I start every year the same way – in a complete and total panic because you start every year at zero,” Del Calvo said. “I’m X-million dollars away from my goal, and the target gets bigger every year.”

This content has been archived. It is available through our partners, LexisNexis® and Bloomberg Law.

To view this content, please continue to their sites.

Not a Lexis Advance® Subscriber?
Subscribe Now

Not a Bloomberg Law Subscriber?
Subscribe Now

Why am I seeing this?

LexisNexis® and Bloomberg Law are third party online distributors of the broad collection of current and archived versions of ALM's legal news publications. LexisNexis® and Bloomberg Law customers are able to access and use ALM's content, including content from the National Law Journal, The American Lawyer, Legaltech News, The New York Law Journal, and Corporate Counsel, as well as other sources of legal information.

For questions call 1-877-256-2472 or contact us at [email protected]


ALM Legal Publication Newsletters

Sign Up Today and Never Miss Another Story.

As part of your digital membership, you can sign up for an unlimited number of a wide range of complimentary newsletters. Visit your My Account page to make your selections. Get the timely legal news and critical analysis you cannot afford to miss. Tailored just for you. In your inbox. Every day.

Copyright © 2021 ALM Media Properties, LLC. All Rights Reserved.